How to develop good listening skills

By |2008-03-19T08:18:41+00:00March 19th, 2008|Servicing clients|

These are so important as ambitious professionals need to be good listeners. We have to listen to our clients, our colleagues, our staff, our partners, our suppliers, our prospects and our prospective clients. So here are a number of tips that, if practiced, will ensure that you are seen to be a good listener: Stop

What do you count as a bad client?

By |2008-02-21T08:17:36+00:00February 21st, 2008|Professional Negligence, Servicing clients|

I regularly encourage accountants to ditch their bad clients. There are two primary reasons for this. - Following the Pareto (80/20) principle, you can be sure that your worst clients (however small the number) cause the bulk of the problems and hassle that you suffer. Conversely, 80% of your profits are probably generated by the

How do you REALLY know if your clients are happy?

By |2007-04-15T09:27:17+00:00April 15th, 2007|Servicing clients|

How many of us really know what our clients think about us? We might assume that clients like us although often when we say that we’re probably focussing more on our favourite clients and assuming that an absence of complaints evidences that clients like us and value the work we are doing. But is that

Do you suffer from premature evaluation?

By |2007-04-03T08:29:04+00:00April 3rd, 2007|Reputation, Servicing clients|

I've mentioned my friend Richard White before. I've just read a piece on his blog that reinforces the advice I give in my talk on How to make more profits from your smaller clients. It also relates very closely to this previous posting of mine along similar lines last August. Below I've taken Richard's analogy

How evolved are your professional services?

By |2007-03-25T10:14:58+00:00March 25th, 2007|Servicing clients|

Listening to Professor Richard Susskind speaking after dinner at the APP AGM last week I was struck by the logic of his predictions for the future of professional services.  There are lessons here for all ambitious professionals. The Professor, who has long been a highly respected guru as regards the future of the legal profession,

Good, bad or indifferent?

By |2007-03-14T08:19:54+00:00March 14th, 2007|Servicing clients|

How do you think the majority of your clients would describe you AND how confident are you of that? When I ask people to describe their relationship with their accountant I generally receive variations on only 3 basic answers. That is that the relationship is judged to be Good, bad or indifferent.  I would anticipate

Getting straight to the answer may not be best

By |2006-08-08T07:58:52+00:00August 8th, 2006|Servicing clients|

Imagine your client collects all their receipts and asks you as their accountant to produce accounts (if required), a tax return and then to advise how much tax is payable. Alternatively the client may collate the information onto a spreadsheet or into a simple accounts package and then ask you the same question. What approach